Channel Account Manager

Job Type Full-time Description

 

DECKED is a leading manufacturer of in-vehicle storage solutions – we make innovative, useful products to help our customers get more out of their vehicles and we are committed to designing and manufacturing our products right here in the U.S. DECKED is a rapidly growing brand in the automotive aftermarket and is seeking talent to accelerate our exciting trajectory.

DECKED’s Channel Account Manager (CAM) will drive engagement and strengthen partnerships with Commercial Upfitter (CU) and Fleet Management Company (FMC) partners, enabling profitable growth across partner fed fleet and commercial sales channels. Success in this role will identify, onboard, and manage strategic partners, while developing and executing best in class 1:1 programs to enable, track, and expand their business. Reporting to the Strategic Partnerships Manager, the CAM sits in the Channel Partner org and will collaborate with Account Executives and the Territory Sales Team to execute GTM motions and tactics needed to accelerate channel growth and exceed sales targets.

Identify, engage and onboard strategic partners, in support of channel-sourced deals OKRs

(Organizational Key Results)

• Research & understand the market landscape to identify key partners with potential to drive annual DECKED revenue, that fit within DECKED’s target criteria
• Create a prioritized target list of key partners, engage targets with DECKED’s product portfolio and value proposition, driving towards signed enrollment in DECKED’s Partner Program
• Create and implement comprehensive and timely onboarding programs for signed partners by segment, evolving as needed
• Track and report on onboarding execution by partner, pivoting to support at risk areas as needed

Manage and scale strategic partners, in partnership with Enterprise Fleet team

• Define and implement strategy to manage and grow partners by segment, with cadence for engagement outlined for each partner
• Establish key performance indicators (KPIs) by segment to measure growth, and actively manage partners to accelerate related success / mitigate related risks
• Identify potential blockers and accelerants to revenue growth by segment, and by partner. Define & execute plans to remove roadblocks & drive growth
• Develop and conduct comprehensive partner training programs, enabling partners with the full suite of tools needed to sell DECKED
• Build strong, lasting relationships with key stakeholders across DECKED’s strategic partner network
• Manage RFI/RFP responses, quotes, ROI spreadsheets & sales presentations
• Plan and execute strategic partner events in partnership with DECKED’s Event Producer

Enable accurate reporting on strategic partner growth, providing forecasts / risk mitigation actions

• Develop & report on quarterly partner metrics and related OKRs
• Report on onboarding progress by partner / partner segment
• Report on KPIs by partner, enabling a holistic view of overall program performance

Requirements

Key Requirements

• 4+ years experience in channel sales and/or strategic account management
• Demonstrated ability to grasp complex topics and succinctly communicate these topics at levels of varying complexity based on audience
• Strong ability to facilitate meetings that drive toward a defined action
• Ability to prioritize, execute serially, and perform effectively under pressure
• Ability to analyze information, make connections, and demonstrate deep-level thinking
• Ability to collaborate with teams of all sizes while also being able to work independently as a self-starter
• Excellent relationship-building skills; ability to grow and nurture relationships with internal and external stakeholders
• Strong product mentality with the ability learn and communicate the details of DECKED’s product line and its impact on fleets and channel partners
• This role requires an estimated minimum of 25% travel